March 10, 2017 - Modern Distribution Management

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March 10, 2017

Selling to the Next Generation

Free, Human Resources in Wholesale Distribution, Operations, Sales & Marketing /

You may have tailored your office culture and training processes to accommodate more millennials in the workplace, but have you considered how you’re selling to the next generation? More millennials are in B2B buying positions, and they shop and buy differently than preceding generations. This article examines those changes and how to adjust to meet these new demands.

This article includes:

  • How to identify your customer demographics
  • How to shift your sales approach
  • Why hiring millennials helps you to reach them

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  • How to Navigate Key HR Issues in 2017
  • A Growing Competitive Threat
  • MDM Interview: Winsupply’s Winning Formula
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Commentary: Keep America Competitive Globally

Economic Trends, Research & Analytics /

The start of 2017 has the most positive signs for the most bullish year for industrial markets since 2008, just before the Great Recession hit. All major customer sectors are strengthening, including energy and mining. And a recent report on the global competitiveness of the United States offers additional optimism for several years out.

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  • Could Distributor Revenues Rebound in 2017?
  • What Millennials Want
  • Distribution Training Ground
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How Sales Comp Can Drive Sales Growth

Companies, Sales & Marketing /

A critical part of realigning sales resources is reassessing how your sales compensation supports – or competes with – your company’s sales goals. This article, based on a presentation of Mike Emerson, Indian River Consultant Group, at the Sales GPS 2017 Executive Workshop, examines some of the common challenges to aligning compensation with company goals and some options for overcoming those challenges.

This article includes:

  • Challenges to change
  • Steps to creating change

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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • How to Navigate Key HR Issues in 2017
  • Top Trends for 2017
  • The Future of Relationship Selling: The Gorilla in the Room, part 2
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Download this Issue in PDF: March 10, 2017

Full Issue PDF /

This is the PDF of this issue of Modern Distribution Management.

Table of Contents:

  • Selling to the Next Generation
  • Commentary: Keep America Competitive Globally
  • How Sales Comp Can Drive Sales Growth
  • Market Snapshot: Gases & Welding Equipment
  • News Digest

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Market Snapshot: Gases & Welding Equipment Market Demand in the U.S.

Economic Trends, Research & Analytics /

The MDM Market Snapshot, based on data from MDM Analytics, includes market demand for Gases & Welding Equipment by end user in the U.S., plus the top end users by 6-digit NAICS.

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  • Use Tech to Work Smarter, Not Harder
  • Market Snapshot: Cutting Tools Market Demand in the U.S.
  • MDM Pricing Trends Report: Fourth Quarter 2016
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MDM Special Report: The Sales Gorilla in the Room

Uncategorized /

This report, now available in PDF format, is a benefit for MDM Premium subscribers. Simply log-in below to access and download this series of articles. Not a subscriber? Subscribe below.

How customers buy is challenging the traditional role, function and purpose of the distributor field sales position. But many distributors have resisted changing their approach to sales for fear of losing sales reps, customers or both to the competition. This series of articles, focusing on the changing role of distribution sales reps, examine what’s driving the shift, why distributors should act and the future of field sales, including its role, function and purpose for the successful distributor.

 

Articles included in this special report:

  • Why Field Sales Must Evolve
  • The Future of Relationship Selling
  • Amazon Effect Takes Aim at Relationship Equity

Click on the link below to download this special report in PDF format.
 

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MDM Special Report: The Sales Gorilla in the Room Read More »

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